Selling skills training - multimedia cd-rom & candidate workbook

Module 1 - Time Management
This Time Management module will teach candidates to control the vicious circle of time-pressure and stress; allowing them to make the most effective use of their time, energy and talents. Candidates will learn how to apply an array of proven techniques, including; urgency & importance grid classification, task/time optimization and a variety of effective decision making strategies. They will also understand Goal analysis and definition; how to evaluate and deal with interruptions; how to classify, and deal efficiently with phone calls, email and mail. Do your staff... Feel that there aren't enough hours in the day? Spend too many hours at work, getting too little done? Put their work before their physical well-being? Spend too much time in meetings and discussions? Fail to achieve their goals because they are too busy to set any? Tackle the Time Crunch Now! This Time Management self-development program will help candidates take on their biggest enemy - time crunch. In this fast-moving world, organizing and managing time is a big challenge. This course explains how to meet and conquer the time challenge once and for all. Its groundbreaking "personalized" approach helps candidates uncover their own strengths & weaknesses to develop a time-management system that suits their needs.

Study Area 1 - Introduction
	Understanding Time Management - Explains the attributes needed for effective time management, and the benefits of beginning with a limited range of tactics, before extending these into an overall time management strategy.
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Study Area 2 - Time Management Principles
	Identifying Time Loss - Explains the importance of carrying out an objective review of how you currently spend your time and identifying what proportion of it is spent in areas that are not essential to achieving your goals.
	Urgency and Importance - Describes how to use an urgency/importance grid to classify the tasks that you currently perform, and how to optimise the amount of time that you spend on each type of task.
	Effective Decision Making - Describes a variety of techniques that can contribute to more effective decision making.
	Setting Your Goals - Discusses adopting a proactive approach in order to anticipate events and be in a position to identify and define your goals clearly.
	Defining Your Objectives - Explains how to analyze your goals to define a series of objectives and the need to rank objectives in order to identify the means and actions needed to achieve them.
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Study Area 3 - Time Saving Techniques
	Dealing With Interruptions - Explains how to evaluate what an interruption represents as a demand on your time and how to deal with non-urgent interruptions in a polite but effective way.
	Knowing When to Delegate - Explains how to overcome the reluctance to delegate, and how to decide which tasks are suitable for delegation.
	Delegating Effectively - Details the practical aspects of delegating work, the importance of providing ongoing support and feedback, and the need to evaluate the outcome and apply any lessons learned when delegating work in the future.
	Managing Incoming Calls - Describes how to screen your incoming calls when you don't want to be interrupted, and a variety of tactics for keeping incoming telephone calls as short as possible.
	Managing Outbound Calls - Explains the use of an outgoing call log to help plan and structure your calls, and an efficient time management approach to making outgoing calls.
	Organizing Your Workspace - Explains how to deal with incoming paperwork in an efficient way, and how to identify manual and electronic filing systems that meet the needs of the way you work.
	Communicating Effectively - Discusses various time saving techniques that you can use to improve your efficiency with regard to written communications. These include: speed-reading, business letters and email.
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Module 2 - Business Presentations
This Business Presentations module covers the whole process of creating and delivering a professional presentation; allowing candidates to create and communicate a powerful message that will captivate their audience. From how to conduct thorough research, to the preparation, creation and use of audio-visual aids and other props, the effective use of body language, audience interaction and how to deal with an unresponsive or even hostile audience; this course has it all! Candidates will also learn how to profile their audience in advance, allowing them to fine tune their delivery to resonate with key decision makers. The course also describes some amazingly effective ways to ensure candidates adopt a positive attitude and control their nerves, enabling them to present with confidence and always stay in control. Candidates learn how to... Identify the key points that will communicate their message most effectively Profile their audience in advance and target their message accordingly Design effective props and aids that reinforce their message Master body language communication and use this to their advantage Control their nerves and present with confidence Handle awkward questions - without getting flustered Deliver first-class Presentations training Now! This Business Presentations self-development program will help candidates face and defeat their biggest enemy - fear. It is the fear of failure that makes presenting one of the most daunting of all business activities. This course will equip them with the knowledge and skills to present with confidence. Its groundbreaking "personalized" approach helps candidates uncover their own strengths & weaknesses in order to develop a presentational approach best suited to their needs.

Study Area 1 - Introduction
	Essentials of Communication - This section explains that communication is a complex two-way process, involving the encoding, translation and decoding of messages, and why you should translate your message in a way that is specifically designed for your audience.
	Your Aim & Audience - Highlights the importance of being absolutely clear about the aim of your presentation, identifying the personality types in your audience and fine tuning your presentation accordingly.
	Researching the Material - Careful research is the basis of a successful presentation. This section shows how books, media articles and new technology can all be valuable research aids and the importance of verifying the accuracy of internet based information.
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Study Area 2 - Preparing Your Material
	Identifying Key Points - Describes a presentation in terms of a journey designed to take an audience to a pre-planned destination, and how to divide this journey into stages and identify and prioritize the key points that will deliver the audience to each stage.
	Focusing on the Message - This section describes how to identify an overall message and the sub-messages needed to convey it, and the importance of basing your presentation on the message and not on the information and facts that support it.
	Planning the Structure - This section compares and contrasts the advantages and disadvantages of the three presentation styles most commonly adopted, and forwards useful guidelines for planning the structure of your presentation.
	Planning the Content - Explains how cue cards are used to hold the level of information you need to present in a natural and spontaneous way, and how to prepare your cue cards so that they can be used effectively and without distraction.
	Preparing Audio-Visual Aids - Compares the benefits of all commonly used visual-aids, illustrates how they can be used to add impact and clarity to your presentation, and explains why a presentation should consist of a speaker backed by visual aids and not vice-versa.
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Study Area 3 - Preparing Yourself
	Controlling Presentation Nerves - Explains the common physiological and psychological responses to the stress of speaking in public, and some proven techniques that will help you to relax whilst harnessing your nerves to generate a positive frame of mind.
	Rehearsal & Voice Training - The importance of carrying out at least one full rehearsal of your presentation; pace, pause, volume and clarity when speaking in public, and how to recognize and control aural punctuation, hesitation and verification.
	Personal Preparation - Illustrates the need to dress appropriately to ensure that the audience are not distracted and can focus on your message, and forwards some pre-presentation exercises that should ensure that you are well prepared physically.
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Study Area 4 - Delivering Your Message
	Preparing the Venue - Describes the importance of arriving early to familiarize yourself with the venue and checking any audio-visual equipment that you will be using, changing the seating layout to suit your style of presentation, and creating a friendly atmosphere as your audience arrive.
	Getting Started - Explains how to start well and inform your audience of the presentations overall structure, and style of interaction you would prefer, and the need to then focus on delivering your message without introspection.
	Using Audio-Visual Aids - This section describes how to optimize the practical and timely use of audio-visual aids when delivering your presentation, covering the full range of equipment from flipcharts to TelePrompTers.
	Body Language Communication - Why you need to be aware of your body language from the moment you stand up until your presentation is complete, and how to send appropriate signals to accompany your presentation.
	Staying in Control - This section describes the importance of dealing effectively with any members of the audience who may be hostile, handling the question and answer session in a constructive manner and closing in a memorable way.
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Module 3 - Business Negotiations
This Business Negotiations module will teach candidates a detailed understanding of the whole negotiation process; allowing them to enter all future sales negotiations with confidence. Negotiations begin in the preparation phase – this is where candidates can learn to maximize their advantage before negotiations even begin. This is followed by the opening phase, the bargaining phase and finally the closing phase, where last minute tactics can prove profitable or just expensive. This module will teach them to understand and master all phases of the commercial negotiation process and get to the close. They will learn how to. . . Maximize their advantage, even before the negotiations begin Make the best possible opening move Use bargaining tactics and concession trading Choose between the win/win and distributive approaches to optimize each deal Deal effectively with last minute tactics and close the deal Make sure your staff know how to: Make the best possible opening and become expert in the use of bargaining tactics and concession trading. Master the win/win and distributive approaches to get the best deal. The entire negotiation process is explained in detail – from analyzing the other side ahead of the first meeting to managing the relationship, post closure. For those negotiating in teams, the course also contains detailed training in how to manage team members in all phases of the negotiation process. This course will enable them to develop a strategy optimized for the requirements of each round of negotiations.

Study Area 1 - Introduction
	The Principles of Negotiation - This section introduces the view that nearly everything is negotiable, and the four phases that characterize most negotiations.
	The Negotiation Process - Explains why most negotiations share certain characteristics, and are influenced by up to five dependent variables.
	The Spirit of the Deal - Describes why capable negotiators are focused on more than just winning at all costs, and explains two diametrically opposed negotiation processes.
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Study Area 2 - The Preparation Phase
	Preparation - Introduces the concept of uncertainty, which creates the opening dilemma and explains the importance of preparation before the negotiations begin.
	Knowing the Marketplace - Illustrates methods for gaining commercial intelligence about your leading competitors, and researching both the organization and the individual that you’ll be negotiating with.
	Assessing Your Position - Whilst the buyer usually holds the stronger negotiating position, this is not always the case. This section describes how the power dimension can be made to work for the underdog.
	Planning Your Objectives - Highlights the need to plan all of the major areas of the deal in the preparation phase, to understand what is possible and plan the use of possible concessions.
	Defining the Details - Explains the use of existing or new documentation to accompany the negotiations, and the use of an agenda as a positive aid to negotiations.
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Study Area 3 - The Opening Phase
	Opening - Demonstrates how opening reveals key information about your negotiating position, why it is to your advantage to get the other side to open first, and the importance of making a tough but credible opening.
	Asking the Other Side to Open - Explains the difference between asking the other side to open - when you are in a strong position and when you are in a weak position.
	Gathering Information - Highlights the importance of gathering as much information as possible during the opening phase, and trying to assess the other sides negotiating style and level of conviction.
	Using Positive Body Language - This section describes the importance of body language communication, and how to use positive body language to give you an advantage.
	Identifying Key Issues - Understanding what is meant, by carefully analysing what is said, and the importance of identifying the other sides non-negotiable items.
	Opening First - Explains the need to make a confident opening statement and how to assess the other sides reaction to your opening.
	Opening in Response - Shows why it is important to challenge an opening that you don't find credible, and the importance of presenting your opening as planned.
	Using a Shock Opening - Explains the advantages and risks of using a shock opening, and shows how a shock opening can be justified or disguised.
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Study Area 4 - The Bargaining Phase
	Bargaining - How a well designed agenda can be used to maintain progress in the negotiations, and the importance of clear communications in order to avoid misunderstandings.
	Arguing Persuasively - How to forward persuasive arguments that can compel the other side to agree, why you should always remain polite and avoid any personal attacks, and the importance of listening carefully in order to create an effective counter argument.
	Bargaining Tactics - Introduces a series of classic debating tactics, explains the use of a principal to disguise and defend your position, and how surprises can be used to shake up negotiations.
	Making Concessions Pay - Explains why concessions should be pre-planned and offered in reverse priority, and why you should avoid making concessions when you feel under pressure.
	When Things Go Wrong - How to recognize and react to a losing trend, why negotiations sometimes become derailed, why leaving can sometimes be a powerful bargaining tactic, and a variety of less dramatic options for dealing with deadlock.
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Study Area 5 - The Closing Phase
	Closing - How to recognize the signs that indicate the time to close the negotiations is approaching, and the importance of judging the optimum time at which to close.
	Handling Last Minute Tactics - Explains the use of last minute tactical manoeuvres, aimed at securing a major concession, and how to improve your chances of predicting and coping with such a move.
	Asking for Commitment - This section describes why decision making is often less of a formality than the negotiations might indicate, and how a short adjournment can help both sides ahead of making a commitment.
	Post Closure Activities - The importance of managing both sides feelings of success in order to maximize the stability of the deal is explained. This section also describes how assessing your performance could improve your future negotiating style, and the potential value of the relationship that has been developed when implementing the negotiated deal.
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The Commercial License costs only $595 and enables unlimited use of the multimedia CD-ROM & Candidate Workbook within your organization.

Do your staff	... Consistently convert a high proportion of leads into sales? Have sufficient knowledge of ‘opening’ to always judge the optimum pitch? Understand prospects well enough to close them? Understand body language sufficiently to use it to their advantage? Know how to apply proven methods of bargaining & concession trading? Know how to optimize the entire negotiation process and close the deal?

Deliver first-class Sales training NOW! This Selling Skills self-development program will help candidates to transform their sales performance. The Time Management module will deliver more productive hours, each and every day. Business Presentations will teach candidates to prepare and present with confidence, giving them renewed enthusiasm to make more pitches. The Business Negotiations module will equip them to negotiate effectively in all types of sales meetings – from initial contact to timing the final close.

Study Area 4 - Dealing With Stress
	Understanding Overload - Describes the most common sources of work-related stress, and provides an objective assessment of the extent to which you may be suffering from overload at work.
	Negotiating Your Workload - The inability to say 'no' to requests can be a significant contributor to stress and overload. This section explains how to decline requests when it is appropriate to do so.
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Study Area 5 - Practical Time Planning
	Planning Your Day - Explains how to use a planner or scheduler, to plan your tasks according to your workload and performance cycle.
	Using Activity Networks - Describes activity networks, which have become established as one of the most popular resource planning techniques available.
	Critical Path Analysis - Shows how to identify the critical path within any network of activities and how to calculate the total float and the free float available.
	Effective Resource Planning - Describes resource planning, which is concerned with the effective scheduling of all of the resources available in order to deliver the outputs required.
	Preparing Planning Diagrams - Discusses the various ways that resource planning information can be summarized for presentation to senior management.
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GetAhead Multimedia CD-Roms
This multimedia CD-Rom represents approximately 15 hours of interactive study and is equivalent to a 5-day instructor led course. It is made up of self contained sections, each representing approximately 15 minutes of training, giving you the flexibility to either undertake intensive study or to fit your training into a busy work schedule. It clearly describes the underlying concepts which are then illustrated using a variety of real-world examples. It also includes fully interactive exercises, case studies and questions to ensure that you understand and remember all of the key messages.


Stimulating Interactivity Every title in the GetAhead series uses a combination of specially developed 3D graphics, animation and interactivity to create a stimulating one-on-one multimedia learning environment. This course represents 15 hours of intensive training and is equivalent to a 5-day instructor led course. A personal coach (Avatar) will guide each candidate through the course, introducing each section, posing questions and summarizing the key learning points.
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Flexible Study All GetAhead courses are modular and are made up of self-contained sections, each representing approximately 15 minutes of training. Each candidates progress is recorded each time they use the course, giving them the flexibility to either undertake intensive study or to fit their training into a busy work schedule. On subsequent training sessions, each candidate is given the opportunity to recall their personal study history and continue from that point.
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In-Depth Content Each GetAhead title has been designed by experts in that subject area. Each course clearly describes the underlying concepts which are then illustrated using a variety of real-world examples. All of the content is fully narrated and includes interactive exercises, case studies and questions to ensure that candidates understand and remember all of the key messages.
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Course Administration A challenging self test is included with each GetAhead course, to provide each candidate with an accurate appraisal of their performance. Each interactive question includes detailed feedback together with a cumulative score. The commercial licence includes a built in Learning Management System (LMS) enabling a course administrator to review the performance of all candidates that have taken the test. This includes the following criteria: Candidate Name Course Title Date of Test Time of Test Candidates Score Time Taken The course administration is password protected and facilitates the: search for, export & deletion of candidate records.